Relationship Manager

POSITION CONCEPT

 

Present American Productivity and Quality Center ("APQC") sold services to contacts from member and non-member organizations.  Assist in establishing APQC as the premier research and content provider to organizations involved in continuous improvement, knowledge management, benchmarking, performance improvement, and business process re-engineering.

________________

RESPONSIBILITIES

 

· Build relationships to encourage use of APQC content and services to member and non-member organizations throughout the world participating in business and government markets.

·Generate revenue in APQC membership and consortium benchmarking service areas, identify (and pass) potential leads in other APQC "sold" service areas, and assist in renewal of existing APQC members. (85% of total time)

· Provide customer service to assigned organizations. (15% of total time)
*Increase the number of contacts in APQC's customer database within assigned accounts through referrals, cold calls, follow-up phone calls, webinars, and other appropriate means.

· Create and execute presentations on APQC services and research.

·Identify and execute methods to enhance the use of APQC research in assigned accounts.

·Maintain member information in the customer interaction database and opportunity tracking database, and provide input to other APQC groups to improve APQC's product and service offerings.

·Serve on internal content development groups as requested to offer insights into member content needs.

·Develop industry and account plans that will facilitate the enhanced use of APQC research and content.

· Serve on internal groups as requested to offer insights into member needs.

· Read books and research reports to understand and be knowledgeable of APQC content.

  ___________ 

REQUIREMENTS

 

· Minimum 5 years consultative sales experience with intangible products and services to business and professional environments.

· Inside/Telephone sales experience.

· Three to five years experience generating leads through cold-calling activities.

· Experience presenting to mid-management within complex organizations.

· Strong closing skills.

· Previous experience working in a team environment.

· Excellent interpersonal skills.

· Thorough knowledge and experience with PC-based computer systems, client management systems, work processing, spread sheets, and database software.

· Excellent oral and written communications skills including previous experience with developing and delivering presentations to a wide range of audiences.

· Strategic and creative thinker; self-starter with high accountability for completing tasks and following-through.

· College degree required.

· Knowledge of measurement, knowledge management, process improvement, and strategic planning a plus.